Talking business

(The other day Mr. Pavlenko, General Director of Ukrimport, and Mr.Turnball, a representative of London Tools Ltd met at the Ministry for Foreign Trade to negotiate the purchase of a Flight Information Display System for a new airport being built in Kyiv.)

Pavlenko: Good morning, Mr.Turnball. Happy to see you in Kyiv again.

Turnball: …………………(to be pleased)……………………………

Pavlenko: Will you take a seat, please. Did you have a nice journey?

Turnball: ………………….(to enjoy the trip)…………………………..

Pavlenko: I'm glad to hear it. Now I'd like to discuss with you particulars of our transaction. Our customers have studied all the technical characteristics of your system and concluded that they meet their requirements.

Turnball:…(to sell the equipment to smb.; to be up to world standards; to be in great demand on the world market)

Pavlenko: Well, now we can get down to discussing the commercial side of our transaction, can't we? The first thing I'd like to clarify is the prices.

Turnball: Don't you find them attractive?

Pavlenko: …… (on the whole …. but the prices for some items to be a bit high)………

Turnball: I'm afraid I can't agree with you here. These items are completely new in design and they are the best on the world market.

Pavlenko: …. (competitors; to offer lower prices for smth; to reduce the prices) ………………

Turnball: I'm afraid I must get in touch with my company and I’ll give you the answer tomorrow.

Pavlenko: ………….(payment)………………………………………………………………….

Turnball: I hope payment for collection suits you.

Pavlenko: Yes, it does. And since your terms of delivery and delivery time are acceptable, we'd like to offer you our contract form to study. Could you come here at 10.30 tomorrow?

Turnball: No problem, Mr. Pavlenko. Good bye.

Pavlenko: Good bye, Mr. Turnball.

ACTIVE VOCABULARY

purchase - покупка, закупівля

to clarify prices — уточнити

Information System — система інформації для авіапасажирів

item — позиція

competitor — конкурент

particulars — особливості, деталі

to get in touch with smb. — зв'язатися з ким-небудь

transaction — угода

to suit — підходити

technical characteristics — технічні характеристики

terms of delivery — умови постачання

to meet requirements — відповідати вимогам

delivery time — час постачання

acceptable — прийнятний

VOCABULARY

Exercise 1. Answer the following questions.

1. What is Mr. Pavlenko's working position at Ukrimport?

2. What firm does Mr. Turnball represent?

3. What is the subject of negotiation between Mr. Pavlenko and Mr. Turnball?

4. What does Mr. Pavlenko inform his counterpart about concerning the system which is purchased?

5. Why does not Mr. Pavlenko agree with the prices for some items?

6. What prices do the competitors propose to the Ukrainian party?

7. Why cannot Mr. Turnball solve the problem of prices himself?

Exercise 2. Say what you have learned from the dialogue about:

a) the goods Ukrimport was interested in;

b) the price and terms of payment in the offer of London Tools Ltd;

c) subject of negotiation of both sides.

Exercise 3. Think and answer.

1. Why was Ukrimport interested in goods from London Tools Ltd?

2. Had the representatives of the two companies met before Mr. Turnball came to Kyiv? Why do you think so?

3. Why didn't all the prices of the company suit the Buyers?

4. Why did Pavlenko and Mr. Turnball decide to meet again?

Exercise 4. Act out dialogues on the basis of the following situations.

1. Tell Mr White you have looked through their latest catalogues and quotation closely. The quality of the machines meets your requirements but you cannot to their price. Tell him you will place a
big order with the company if they give you a discount.

2. Green & Co are regular buyers of pumps. They would like to place an order with you. So their representative comes to your office. Discuss the price and terms of delivery and payment.

3. You have just visited the Sellers' plant and have seen the machines you are going to buy in operation. Tell Mr. Blake about your impressions of the machines. Discuss with him delivery dates.
You require the goods for immediate shipment.

Exercise 5. Complete the sentences.

1. Mr. Pavlenko... Director of Ukrimport met Mr Tumball... of London Tools Ltd. 2. They met at the Ministry of Foreign... to negotiate the... of an electronic system. 3. We have studied all the technical... of the system and concluded that they... our requirements. 4. The system is up to world... and it is in great... on the world.... 5. I must get in... with my company to... the prices. 6. I think that our terms of... and... time... you.

Exercise 6. Translate into English.

1. Нам необхідно обговорити питання про закупівлю цієї електронної системи для нового аеропорту в Києві.

2. Переговори між Генеральним директором "Укрімпорта" і представником компанії "Лoндон Тулз Лімітед" відбулися в Міністерстві зовнішньої торгівлі.

3. Ми вивчили технічні характеристики вашої системи і прийшли до висновку, що вони відповідають нашим вимогам.

4. Система відповідає світовим стандартам і користується великим попитом на світовому ринку.

5. Ми хочемо обговорити комерційну сторону нашої угоди.

6. Мені необхідно зв'язатися з моєю фірмою, і я вам дам відповідь завтра.

7. Конкуренти пропонують ціни, що на 30—40% нижче, ніж ваші.

8. Ваші умови і час постачання прийнятні для нас.

ROLE PLAY 1

THE CONFLICT

Problem

Here is the case how the Directorate of Ukrainian producer plant acted in a conflicting situation.

The root reason for the conflict was insufficient quality of the equipment delivered by a West European supplier. The maximum capacity reached was about 1600-1800 pieces of steel moulds per hour instead of 2000 pieces designed. Another complaint was that part of the equipment was still in a warehouse where it had been for more than 2 years. Progressively the losses were running into a huge sum.

To cut the loss, the management of the plant decided to exercise their legal right to compensation. They made a formal claim on their business partners and submitted all relevant supporting documents.

Under Ukrainian law the liability for damages is limited to 50 per cent of the value of the goods supplied. The plant management was determined to recover the amount of loss.

Дата добавления: 2015-10-30